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A Month in the Life of a Salesperson

David Daily works at a small company that locally roasts specialty organic coffees and processes dried organic tea leaves. The company, Semi-Roasted, Inc., sells specialty coffees that it locally roasts and organic tea leaves that it dries. It also sells associated hot drink items, such as coffeemakers, coffee cups, teapots, and other tea accessories. David’s is a consultative sales representative and coffee aficionado, and his position requires that he find new sales prospects. He manages his existing customers while continuing to sell them more value-added product.

To find new prospects, David participates in a national coffee roasters’ event in which representatives from all the global coffee distributors ...